I asked Todd Smith, a RE/MAX Hall of Famer and blogger at Little Things Matter, how he was able to make so many sales if he seemed so inherently introverted. You can see (or read) his answer here.

The transcript (video below)

I blocked out time every day where I made my prospecting calls.

I generally did it first thing in the morning because that was when most of the people I was calling were open and most receptive. I learned that if I called a “For Sale By Owner” in the morning they had a better attitude than if I called them at the end of the day. These were all little refinements in things I was doing.

I simply went out and was very committed to prospecting every day. I would put that phone to my ear and say, “I’m not putting this phone down for one hour. I don’t care how bad I need to go to the toilet, I’m not putting it down,” and I would hold this phone to my ear and continue to prospect.

I’ve done a lot of analysis of my successful, why have I been successful? Why haven’t others been this successful?

I believe of the nearly 700 little things on my list that I teach, there not one that has a greater value to the market than discipline does. For a guy 23 years old to make a quarter of a million dollars I mean in today’s money that’s a half a million, it wasn’t because I was good, it wasn’t because I had skills that others didn’t have. It was because I had discipline and I pushed myself to make those calls every single day with my heart beating out of my chest, with my arm pit sweat, with my underwear stuck to my butt.

I pushed myself to do what I had to do and it was uncomfortable I never got comfortable doing it.

The clip

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Continue to the full interview >>